This One Thing is Holding You Back

This is the Outbound Sales No Fluff Podcast. your moments and see who wins who bring that suspense we interview straight from the experts so get your knowledge up and put it to work you get in the mix with the crew subscribe and leave a review because we serve it straight from the glass it's the outbound sales no fluff podcast Welcome everybody to another episode of the Outbound Sales No Fluff Podcast. Today I want to talk about something that I think is one of the number one reasons most reps, especially most founders, CEOs, really struggle with when it comes to success in go-to-market, success in cold outbound and primarily success in cold calling where it is the number one channel that puts you in a position to face a tremendous amount of rejection on a daily basis.

I cover the math all the time and I passionately genuinely believe that most reps who are only making 50 dials a day are not making that volume of dials because making that number of dials is difficult. They're making that number of dials because the math shows that at about 50 dials, you're going to talk to two maybe five people if you lucky And you just can handle the rejection right What happens when you only talk to two to five people You doing outbound You think as a rep you believe in the product or service that you're offering, or specifically a founder.

You hope you believe in what you're offering to the market, but you get people on the phone in a cold environment. They don't know you. They're a stranger, and you have to present what you have to offer. And majority of those two to five are going to say no.

In some cases, they're probably going to say, stop fucking calling me, take me off your list. I'm not interested. And you can't handle that rejection, right? You make 50 dials, the first one picks up, hangs up on you.

Ouch, it hurts the ego. You make the next few dials, someone picks up the phone. And again, it's probably a no, not interested, hangs up. I just got kicked in the teeth twice.

And am I motivated to make the next call? Am I motivated to get to the next conversation? Or will I get distracted and go do something different? And the reality is, and this is a quote directly from Bezos, Jeff Bezos, which I think is really, really interesting, is he believes that if you truly believe in your product, you should strive to make it available to everyone.

And I want to kind of dig into that point today because what I see over and over and over again is that the failure in cold outbound, the failure in cold calling is because at the end of the day, if you're a rep, you don't actually believe in the product or service you're offering. And so you can't handle the rejection. You get the initial rejection and you stop calling altogether. You get that initial rejection and you don't do the follow-up.

And so if you are a person that's in a role as a seller, and it's primarily if you a founder CEO and you trying to get go going and you not actually going out there and evangelizing what you do to anyone and everyone with this passion this belief this true in your heart of hearts belief that what you have to offer to the market is truly gonna serve the people that you're calling, the people that you're trying to get in front of, then you're gonna be a failure over time. Because if you don't have that belief, you can't handle the rejection, You can't actually ask that extra question.

And furthermore, you're not going to be motivated to get out there and get to that next person who may give you the time of day to hear what you have to say. And so I challenge you, if you're trying to do outbound and you're hitting a wall, it's probably not because of the dialer or the data or the technology. It might not even be the amount of activity you do, although that is a problem. if you're not having enough conversations with your marketing, you're not gonna get there, but you need to look yourself in the mirror and really think to yourself, do I passionately genuinely believe that the people that I'm reaching out to could benefit from what I have to offer?

And if you don't have that belief, you're going to struggle over and over and over again. And I know that there are a lot of you out there in a sales role where maybe you're just in a job trying to peddle whatever you have because it's a job, it pays the bills. And don't get me wrong, If you're early in your career, you need to get the at-bats, you need to get the experience. So kind of work through it.

But once you get the skills necessary where you know you have what it takes to be successful as a seller, do yourself a big service and make sure that if you are going out to market, if you're going to be cold calling people, if you're doing cold outreach in general, that you're not spraying and praying, but you come with this belief that what you have to offer actually serves the person that you're reaching out to. And once you get that belief and you can find an organization that you believe in a product or service that you truly passionately believe in you going to start to see this massive change in your performance.

Every conversation, every follow-up, every deal that you're in, when you reach a little bit of resistance, a lot of that's going to go away and it will come through in the conversations that you have because you have that belief. And at the end of the day, we understand that not everyone is going to be a good fit for what you do. But if you come across people that actually have a problem that you can solve, this belief is going to be that intangible difference that drives long-term sustainable success in the role as a seller and certainly as a founder will give you the motivation to get out there and be successful.

Now, if you're responsible for the product, you are the founder, you're the creator of this thing, and you're getting rejection, then your job is to seek to understand why and then go out there and make improvements to your product, your service, your offer until it gets to a point that truly benefits the people you're going after. Making this one shift in this belief and having that mindset, like Bezos says, if you truly believe in the product, you should strive to make it available to everyone.

So that's all I had today. If you're out there getting rejected and you don't have the motivation to get out there and make that next call to have that next conversation, You're making excuses to not go out and talk to every single person you possibly can in your market. Look yourself in the mirror. Do you believe that what you do is going to serve the person that you're reaching out to?

And if you don't have that belief, you should probably fire yourself today and go find another job. And if you are a founder creating these services and you need to make improvements, go out there and strive to build the best possible solution you can so that you can actually have that belief as you go to market. Thank you.